RESEARCH_FILE
Andreas Leibbrandt
Monash University
Known for:Large-scale field experiments on gender differences in negotiation propensity, including the finding that explicit signals about salary negotiability substantially close the initiation gap between men and women
SEE THE PRACTICE
Turn a thought this research explains into one clear move.
THE THOUGHT
“I can't ask for a raise”
YOUR RECORDED RESPONSE
“A no leaves me exactly where silence does, minus the wondering.”
ONE PRIVATE MOVE
Spend five minutes in a private note drafting one compensation request in plain language: role, amount or range, and one sentence of why it fits. Save it without sending, then close the note.
Key findings
- 2015
With John List, Leibbrandt ran a large-scale field experiment across real job postings and found that when ads explicitly stated wages were negotiable, women's initiation rates rose sharply and closed most of the gap — confirming that structural ambiguity about whether asking is allowed is itself a key mechanism suppressing women's negotiation propensity. Do Women Avoid Salary Negotiations? Evidence from a Large-Scale Natural Field Experiment ↗